Business

Inside The Pipeline: B2B Sales and GTM

by throxy

Today: #162 in Business, Brazil on our combined chart.

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Chart positions today · Brazil

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#162

#135 Pulse 5

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Ranking history · Brazil

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Latest daily rankings: Oct 22. New rankings will appear after the next update.

History builds daily. We started tracking this show on the Business, Brazil chart recently, so the trend line appears after a second day of data.

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Date	Combined Rank	Apple Podcasts
Oct 22	#162	#135

Latest episodes

22. Ian Jentgen, Chief Revenue Officer at Frontify - Why Human SDRs Still Win, Enterprise Selling with MEDDICC and Running a Pipeline with AI

October 20, 2026 · 31 min

Ian Jentgen spent five years building the US commercial team at Circus Street, selling digital skills training to Fortune 500 clients, and helped position the business for its acquisition by QA, a CVC Capital portfolio company. Now he’s…
21. Charlotte Delafosse, Regional Sales Director at Navan - From Four Seasons Hotels to Tech Sales, Cold Calling by Persona, and Why AI Won't Replace the Room

October 14, 2026 · 28 min

Charlotte Delafosse is Regional Sales Director for Mid Market, UK, Ireland and the Nordics at Navan, the corporate travel and expense platform. She studied hospitality management and started at luxury hotel brands including the Four…
20. Dan Yeates, Director of Sales at Metaview - From ClickUp to Metaview's $60M Series C, How to Build Champions That Close Enterprise Deals

October 6, 2026 · 37 min

Dan Yeates has helped build sales teams at some of the fastest-growing software companies around. He started out selling £5k road bikes in his family's shop, dropped out of a maths master's with a UBS grad job lined up and made 100 cold…
19. Laura Bartkiewicz, Senior Sales Manager at Ironclad - From LinkedIn and Figma to Ironclad, Why Sales Is Chess Not Checkers and How AI Speeds Up B2B SaaS Deals

September 2, 2026 · 38 min

Laura Bartkiewicz is a Senior Sales Manager at Ironclad, the contract lifecycle management (CLM) platform that passed $200 million in ARR in February 2026. She graduated in Boston as the housing market collapsed, started in recruitment…
18. Conor Hyland, GTM at ComplyAdvantage - Why High-Performance Sales Teams Are Built on Trust

August 18, 2026 · 39 min

Conor Hyland is Regional Vice President of GTM for EMEA at ComplyAdvantage, the AI company helping enterprises fight financial crime. He started his career selling on the shop floor at Ted Baker, worked across the Middle East, then moved…

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17. Will Tomlins, RVP of Mid-Market & Enterprise at Wiz - Why "Pain and Champion" Still Wins Enterprise Sales

August 11, 2026 · 33 min

Will Tomlins is Regional Vice President of Mid-Market and Enterprise Sales at Wiz, the cloud security platform Google acquired for roughly $32 billion in the its largest acquisition to date. He spent almost 11 years at Canon, then three…
16. Jay Mirpuri, GTM Lead at Light - From a Failed AI Startup to Building an Outbound Sales Engine, Why Cold Calling Still Wins in B2B Sales

August 5, 2026 · 30 min

Jay Mirpuri leads GTM at Light, an AI native finance platform, and he built its cold calling program from nothing into a team that books 30 to 35 meetings a week. Before that, his first startup failed. He built Alchemy, an AI marketing…
15. Callum Matthews-Mackay, Head of Sales at Onetrace - Selling Compliance Software to Fire Safety's Hardest-to-Reach Buyers

July 28, 2026 · 38 min

Callum Matthews-Mackay leads sales at Onetrace, the compliance software fire protection subcontractors use to prove installations were done right, turning what used to be a paperwork scramble into a one click report. Before Onetrace, he…
14. Max Greenbury, Startup GTM at OpenAI - Inside OpenAI's Sales Playbook

July 21, 2026 · 27 min

Max Greenbury is part of OpenAI's go-to-market team, working the startup side with around 14 later-stage accounts from the UK to Israel and Lithuania. He didn't get there in a completely straight line (although it was quite straight)…
13. Nick Taylor, Head of Customer Success at Granola - From Onfido to Synthesia, Building AI's Central Cortex for Business Context

July 7, 2026 · 37 min

Nick Taylor has spent his career inside three of London's most important AI and fintech companies. He worked with high-growth neobanks like Monzo and Revolut during his time at Onfido, watching the company pivot from background checks into…
12. Sacha Vauclin, GTM at Scarlet - From BeReal's US Growth to Certifying AI Medical Devices

July 1, 2026 · 43 min

Sacha Vauclin cold DM'd the founder of BeReal and talked his way into the French social app in its earliest days. He then ran the "underground" playbook that cracked the US market, campus ambassadors and frat party sponsorships, until the…
11. Alex Padgette, EMEA Partnerships at Vanta - Shadow AI Is the New GDPR, Compliance Automation and Building Partnerships That Actually Deliver

June 16, 2026 · 31 min

Shadow AI is already inside your company. Employees are plugging proprietary data into tools like ChatGPT without authorisation and most businesses have no visibility into it. Alex Padgette has seen this movie before. She was at OneTrust…

Full episode archive on Apple Podcasts →

About the show

Inside The Pipeline is throxy's B2B sales and go-to-market podcast, recorded with the founders, GTM leaders, and investors building some of the fastest-growing companies in tech right now. Guests so far include people from OpenAI, Vanta, Pleo, ElevenLabs, Granola, Slack and Seedcamp. Every episode goes deep on go-to-market strategy, sales leadership, and how AI is actually changing the way B2B companies sell, hire, and scale. Real operators, real numbers, not theory. Look, I know what you're thinking: “another business podcast.” There are over 14,400 active ones in English-speaking countries alone. Fair point. We just think we're doing it differently, with the people actually building pipeline and closing deals, not just talking about it.